销售顾问必知的车险提升话术......

The sales consultant must know the car insurance promotion speech...

        保险是4S店的4大增值业务之一，也是我们销售顾问的收入来源，但现在电销来势汹汹！在第一年新车保险的时候我们也许还可以用各种方法让顾客接受我们的保险服务，但第二年的续保我们的成绩就很不理想，有些企业的续保的比例甚至不足10%，还有些企业直接放弃！在这里我想给大家说的是您放弃的不是保险的本身，您是放弃了保险索赔，汽车售后产值提升的黄金渠道！如何让您在保险业务中有更好的发展，我给大家做几个建议！首先要有团队，没有保险团队，您的保险就处在没有管控，没有负责人的状态，靠自然销量还是很有问题的！

        其次有要绩效考核，有激励，有动力，有方法，我们不仅仅看重保险本身，还有测算其更长远的价值！

        最后大家要发动全体力量，让销售，售后，索赔等部门把保险的续保作为工作的一部分！同时当顾客把电销与我们对比的时候，请从以下的角度，化成柔美的话术，丝丝入扣，给顾客一个合理的解释，让顾客愿意我们为他们服务！

        下面内容来自网络整理，各种技巧大家合理使用，注意有些技巧就是技巧而已，不要较真。

        经常会接到自己客户打来的电话：人家XX电话车险的价格才多少钱，还送的一堆东西，在你们公司投保好几年了，老顾客了怎么还比人家贵啊？由于几大保险公司电话车险市场竞争激烈，一些保险公司利用车主对保险条款及法规不了解，开始用欺诈的手段，压低价格，诱引贪小便宜的车主，这么低的价格究竟是怎么来的？今天我们就来看一看。

        1、不足额保险

        有些电话保险员为了以低价吸引客户，会按照不足额保险报价。所谓不足额保险，是保险金额低于保障价值的保险。

        举个例子来讲：您花了10万元买的车，电话车险会按照8万甚至更低的金额来给您核算车辆的保险。10万和8万的价值在相同保险项下，核算费用时肯定是8万的便宜。但是理赔的时候，全损时保险公司就会按8万的保额来理赔。非全损时，按损失金额的一定比例赔付。

这也就是为什么很多电话车险理赔的时候会赔得很少，都需要车主自己掏一部分钱的原因。同样，如果您的车报废了，或者被盗抢了，也是在8万的基础上给您折旧来核算，赔得更少，损失也是不言而喻的。

        2、降低保险额度

        这是电话车险的普遍做法。以最典型的第三者责任险来举例说明，如果在汽车服务公司、保险代理点和个人代理买保险的话，我们通常会推荐客户把第三者责任险保到20-50万左右。即使保额在20-30万，加上交强险的12万，第三者责任险就能保到40万左右。这样万一遇到大的人员伤亡事故，基本上是可以满足赔偿需求的。

        而电话车险给客户核算的时候全部是按照10万元的保额来核算，在保费上自然要便宜不少了.但是一旦出现重大人员伤亡事故的话，即使加上交强险的12万最多也就赔偿22万。然而按照现在的赔偿标准根本就不够，到时候客户就得自己掏腰包去赔偿巨额赔款了。

        3、偷换保险概念

        电话保险员通常会钻客户不懂保险专业术语和专业知识的空子，最常见的是不计免赔。一般客户会认为买车险的时候加上不计免赔到时候理赔就不用自己再掏钱，但这里有个前提，就是：我们通常为客户入保的时候说的不计免赔是指全部险种的不计免赔。但是电话车险可能就会忽略这个前提，准确的说，不计免赔是可以针对单个险种进行投保的。

        比如说车损险，车上人员责任险，还有第三者责任险等都可以单独保不计免赔。电话车险也会告知客户已经附加了不计免赔，但是如果您轻易相信了电话那边销售员的话，那么您是会后悔的，他们所说的不计免赔可能只针对某一个单独的险种，而不是全部的险种。自然在核算保费的时候保费就会少很多，但是在您理赔的时候一样给您理赔的金额也会少很多。

        4、指定驾驶员、指定行驶区域、指定行驶里程

        严格的说这一条应该属于第三条的范围，这种情况也是电话车险利用信息不对称的优势来忽悠消费者的典型陷阱。指定驾驶员是指车主在投保车险时可指定1名或2名驾驶员，并获得相应的费率优惠。指定行驶区域是指车主和保险公司约定保险车辆的行驶区域。

        指定行驶里程是指车主和保险公司约定从入保时开始的行驶里程，超出约定的行驶里程保险公司将少赔甚至不赔。通过以上约定从而达到降低保费的目的。根据驾驶员人数、年龄和行驶区域范围大小，行驶里程多少，车主可以获得每项5%至10%不等的费率优惠。

        而在购买保险时，电话保险员可能不会提及这个情况，或者只会强调费率的优惠，而不提及理赔时打折的问题。然而这样一来，如果客户把车子借给别人，或在指定区域以外或者超出行驶里程后发生事故，理赔金额就要打折扣。

        据保险公司透露，由于部分特约条款不受监管部门车险8.55折令的限制，因此搭配特约条款的保单往往比普通保单在价格上更便宜一些。有的电话保险员曾利用信息不对称，在车主搞不清楚的情况下，在车险合同中加入指定驾驶员、指定行驶区域等特约条款，以达到变相降低保险费的效果。但是对车主来说，这样的约定就相当于增加限制，会给今后的理赔埋下隐患。

        5、理赔条件苛刻没有专门负责人员

        电话车险有一个共同的特点就是，小险无所谓，大险（2000元以上）的理赔车主就麻烦了。电话车险会有N多的规定让车主烦恼。比如单独的大灯损坏不赔，尾灯、后视镜单独损坏也不赔！谁能保证自己的爱车这些配件不单独破损，特别是尾灯和后视镜，都是很容易单独损坏的，却都是不赔的。

        说到理赔问题，如果在保险代理点或找个人代理人投保，保险代理点和个人代理的业务人员相当于拿到了佣金，出了险会来处理定损理赔，这是通行的做法。而电话车险属于您与保险公司直接办理，出险以后理赔都要您自己跑去办手续，没有专门的业务人员为您服务，一旦发生争议，就像打官司为省律师费不请律师一样，胜诉的可能性很小！而汽车服务公司、保险代理点和个人代理会有业务员与保险公司定损员同时到达现场协助客户理赔，为您解决疑难杂症，为您节省时间等，让您畅行无忧。

        而且，车险有些情况客户如实说是会拒赔或被免赔的，这些都写在保单中，可是那么一大堆字您都看过了吗？有时间了解吗？保险公司把业务人员的佣金扣除了，再附加了N多的不理赔条件，保险费用自然就少了，一样赔的也少。

        综上所述电话车险通过不足额保险、降低保险额度、偷换保险概念、指定驾驶员、指定行驶区域、指定行驶里程、理赔条件苛刻等多种方式来降低保险的费用，让您一听感觉确实便宜了很多，像占了很大便宜一样。  

        一分价钱一分货。买保险就是买一张纸中承诺的服务，就是为了图个放心，关键是您要知道花的每一分钱都明明白白才好。花了钱就要买到对的东西，享受到好的服务！ 

        在保险代理点和个人代理购买保险，无论是保险内容还是服务内容，都比电话车险放心得多，也有保障得多，分享此文给身边朋友，市场经济真的是一分价钱一分货，贪小便宜很危险！

    商业营销销售法则提供专业的销售技巧和策略，如需自己感兴趣的专业销售技巧方面文章请留言，我们会尽量满足您的需求，点你想读的文章，发你需要销售干货。

The sales consultant must know the car insurance promotion speech...

        Insurance is one of the 4 value-added services of 4S stores, and it is also the source of income for our sales consultants, but now the sales are coming! In the first year of new car insurance, we may also be able to use various methods to allow our customers to accept our insurance services, but in the second year of renewal, our results are very unsatisfactory, and some companies are even less than 10% renewable. Some companies even give up! Here I want to tell you that you are not giving up the insurance itself, you are giving up the insurance claim, the golden channel for the increase in the after-sales value of the car! How to make your development in the insurance business better, I will give you a few suggestions! First of all, there must be a team, no insurance team, your insurance is not in control, there is no state of the person in charge, relying on natural sales is still very problematic!

        Secondly, there are performance appraisals, incentives, motivation, and methods. We not only value insurance itself, but also measure its longer-term value!

        In the end, everyone must mobilize all the forces to let the sales, after-sales, claims and other departments take the renewal of insurance as part of their work! At the same time, when the customer compares the sales with us, please turn into the soft and beautiful words from the following angles, and give the customers a reasonable explanation, so that the customers are willing to serve them!

        The following content comes from the network, all kinds of skills are used reasonably, pay attention to some skills is just a skill, not true.

        I often get a call from my client: How much is the price of the XX phone car insurance, and a bunch of things that have been sent to your company for several years. How old customers are more expensive than others? Due to the fierce competition in the telephone insurance market of several major insurance companies, some insurance companies have used car owners to understand the insurance clauses and regulations, and began to use fraudulent means to drive down prices and induce small and cheap car owners. How did such a low price come from? Let's take a look today.

        1. Insufficient insurance

        In order to attract customers at low prices, some telephone insurers will quote the insurance according to the insufficient amount. The so-called under-insurance insurance is insurance in which the amount of insurance is lower than the guaranteed value.

        For example: If you spend 100,000 yuan to buy a car, the phone insurance will calculate the insurance for the vehicle according to the amount of 80,000 or lower. The value of 100,000 and 80,000 is under the same insurance, and the cost is definitely 80,000. However, when the claim is made, the insurance company will pay the claim amount of 80,000 yuan. In the case of non- total loss, a certain percentage of the amount of the loss is paid.

This is why many telephone auto insurance claims will be paid very little, and all the reasons for the owner's own money. Similarly, if your car is scrapped or stolen, it will be depreciated on the basis of 80,000 yuan, and you will lose less. The loss is self-evident.

        2, reduce the insurance amount

        This is a common practice for telephone insurance. Take the most typical third-party liability insurance as an example. If you buy insurance at a car service company, an insurance agent, or a personal agent, we usually recommend that the customer protect the third-party liability insurance to about 200,000-500,000. Even if the insurance amount is between 200,000 and 300,000, plus the 120,000 for the strong insurance, the third party liability insurance will be saved to around 400,000. In the event of a large casualty accident, it is basically able to meet the compensation needs.

        When the telephone insurance is accounted for by the customer, it is calculated according to the amount of insurance of 100,000 yuan. It is naturally much cheaper in terms of premiums. However, in the event of a major casualty accident, even if the 120,000 insurance is added, it will be compensated at most. 220,000. However, according to the current compensation standard, it is simply not enough. At that time, customers have to pay for their own compensation.

        3, steal insurance concept

        Telephone insurers often drill down on customers who don't understand insurance terminology and expertise. The most common is not to pay for the loss. Ordinary customers will think that when they buy a car insurance, they do not have to pay for their own claims. However, there is a premise here: we usually say that the customer does not count the exemption when it is insured. Free of charge. However, telephone insurance may ignore this premise. Accurately, exemptions can be insured for a single type of insurance.

        For example, car damage insurance, vehicle liability insurance, and third party liability insurance can be guaranteed separately. The telephone car insurance will also inform the customer that the deductible has been added, but if you easily believe the salesperson on the phone, then you will regret it, and they said that the exemption may only be for a single type of insurance, and Not all insurance. Naturally, when you check the premium, the premium will be much less, but the amount you will pay will be much less when you claim.

        4. Designate the driver, specify the driving area, and specify the driving mileage.

        Strictly speaking, this article should fall within the scope of Article 3. This situation is also a typical trap for telephone auto insurance to take advantage of information asymmetry to fool consumers. Designated driver means that the owner can designate one or two drivers when insuring a car insurance and obtain the corresponding rate discount. Designated driving area refers to the driving area where the owner and the insurance company agree on the insurance vehicle.

        Designated mileage refers to the mileage that the owner and the insurance company have agreed to start from the time of entry. If the mileage exceeds the agreed mileage, the insurance company will pay less or not. Through the above agreement, the purpose of reducing the premium is achieved. Depending on the number of drivers, age and range of driving range, the mileage can vary from 5% to 10% for each owner.

        When purchasing insurance, the phone insurer may not mention this situation, or only emphasize the rate discount, and not mention the discount when claiming. However, if the customer lends the car to someone else, or if there is an accident outside the designated area or beyond the mileage, the amount of the claim will be discounted.

        According to the insurance company, because some of the special terms are not subject to the 8.55 discount of the regulatory auto insurance, the policy with the special terms is often cheaper than the ordinary policy. Some telephone insurers have used information asymmetry to add special terms such as designated drivers and designated driving areas to the auto insurance contract in case the owner is unclear, in order to achieve the effect of reducing insurance premiums in disguise. But for the car owner, such an agreement is equivalent to increasing the limit, and will lay a hidden danger for future claims.

        5, the claims are harsh, there is no dedicated person in charge

        A common feature of telephone auto insurance is that small insurance does not matter, the big insurance (more than 2,000 yuan) claim holders are in trouble. There are more than N regulations for the car insurance to worry the owner. For example, if the separate headlights are damaged, the taillights and the rearview mirrors will not be damaged. Who can guarantee that these accessories are not damaged by their own cars, especially the taillights and rearview mirrors, which are easily damaged by themselves, but they are not lost.

        Speaking of claims, if you are insured at an insurance agent or looking for a personal agent, the insurance agent and the personal agent's business personnel are equivalent to get the commission, and the insurance will deal with the fixed loss claims. This is a common practice. The telephone insurance belongs to you directly with the insurance company. After the insurance, you have to go through the formalities for the settlement of your claims. There is no special business personnel to serve you. Once a dispute arises, it is like a lawsuit for the provincial lawyer to not ask a lawyer. The possibility is very small! The car service company, insurance agent and personal agent will have the salesman and the insurance company's loss-receiving staff to arrive at the scene to assist the customer to settle claims, solve the incurable diseases for you, save time for you, and let you go.

        Moreover, in some cases, auto insurance customers will refuse to pay or be deducted. These are written in the policy, but have you seen a lot of words? Have time to understand? The insurance company deducted the commission of the business personnel, and then added N more unresolved conditions, the insurance costs are naturally less, and the same compensation is less.

        In summary, the telephone auto insurance reduces the cost of insurance through various methods such as insufficient insurance, reduced insurance coverage, stolen insurance concept, designated driver, designated driving area, designated driving mileage, and demanding conditions. It's really a lot cheaper, like taking up a lot of money.

        You get what you pay for. Buying insurance is to buy a piece of paper promised service, just to be assured, the key is to know that every penny spent is clear. If you spend money, you have to buy the right things and enjoy the good service!

        In the insurance agent point and personal agent to buy insurance, whether it is insurance content or service content, it is much more assured than the phone insurance, there are more protection, share this article to friends around, the market economy is really a price, It’s dangerous to be greedy and cheap!

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